Weakness Has Left the Building

Ron Loch
July 1st, 2010

At a recent swim meet I attended, one of the swimmers was wearing a t-shirt that said, “Pain is Weakness Leaving the Body.” 

I immediately rushed to use that bit of inspiration on my daughter who was getting ready for a race.  I promptly received the “Dad, you’re lame” look.  But I do find it to be an inspiring point of view; if not for my teenage daughter, perhaps for organizations striving to become more sustainable

Change, even when it makes an organization stronger, is often painful. 

This is reflected in a survey of CEOs by the United Nations Global Compact and Accenture.  Of the 720 executives surveyed, 93 percent said that sustainability is important to the strength of their organization, and 80 percent believe that fully integrating sustainability across their business will happen within 15 years. 

However, nearly half pointed to the complexity of implementation across functions and competing strategic priorities as significant barriers to an enterprise-wide approach to sustainability.  These are common barriers that often fatigue important initiatives and stress communicators charged with implementing organizational change. 

In fact, the same change management principles we employ when communicating about mergers and acquisitions, downsizing or restructuring apply to creating a corporate sustainability mindset. 

  • Gain sponsorship from senior executives:  The power of the C-suite is critical to establishing sustainability as a business priority.  If it is crucial to the success of the organization, that importance must be reinforced with nearly every interaction.
  • Deliver relevant messages:  It’s not enough to tell employees why sustainability is important to the company; they need to know why it’s important to them and their career.    
  • Rethink how you communicate success:  Competing priorities suggest that reward systems are out of whack.  If production numbers are traditionally promoted, but not energy cost reductions, then energy conservation will not appear to be a critical business priority.  Forget tradition and look at communications through a new lens.
  • Create feedback loops:  Talking at employees produces little change.  Create ways for employees to engage in the conversation about sustainability initiatives and you can gauge your success in making it a company-wide priority.
  • Grin and bear it:  Let’s face it; change communications can be a pain when you are fighting entrenched interests and legacy processes.  But, take heart.  You’re helping to build a stronger, more successful and sustainable enterprise. 

After all, that pain is just weakness leaving the organization.

 (Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

Greentech: Engine vs. Bandwagon Jumper

Ron Loch
May 19th, 2010

Michael Kanellos at Greentech Media wrote a great perspective earlier this month, “Why There is No Google of Green,” where he provides eight reasons why the greentech revolution is different than the Internet. 

While he’s spot-on about the reasons why there’s a difference, the fact he felt compelled to write the piece has me concerned.  

He writes that not a week goes by that someone doesn’t ask the question, “Where is the Google of green?”  Couple that with statements by corporate executives and venture capitalists that greentech will be “larger than the Internet” – and greentech has the hallmarks of a bandwagon.  

The greentech and renewable energy space is decades old, and it’s certainly seen its share of advancements and setbacks.  In fact, few people realize that in the early 1900s electric cars outnumbered gasoline automobiles.

What’s currently fueling the excitement among market watchers are recent developments, including the approval of the first U.S. large scale, offshore wind farm, the proposed Senate climate and energy bill, and a worldwide recognition that we must control carbon emissions.

That’s great because it attracts more investment. But, on the flip-side, you inevitably have an influx of service providers looking to exploit early stage enthusiasm to maximize short-term income.   

As new technologies approach commercialization, they often get a second look by the supply chain which can lead to a “too-good-to-be-true” narrative.

Companies in the greentech space need partners – whether lawyers, business consultants or communications agencies – that can navigate them through the challenges that inevitably follow launch to ensure they prosper and succeed.

After all, every bandwagon will have its share of jumpers, but they do nothing to move the float forward.  For that, you need an engine.  

That’s the thinking behind the recent announcement from Gibbs & Soell about our new greentech and sustainability practice. It’s an engine powered by a depth of client experience with clean technologies and sustainable practices.

Check us out, and contact me at rloch@gibbs-soell.com or (847) 519-9150 to learn more about our work.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

Adding Horsepower to Trade Show Presence

Gardner Hatch
January 8th, 2010

My earlier post provided one manufacturer’s perspective on how next week’s AG CONNECT Expo 2010 will offer a unique interaction with customers and prospects. The global ag show warrants a fine-tuned approach for those who are exhibiting.

My interview with Phil Jones, brand marketing manager of agricultural equipment manufacturer AGCO Corporation, showed that the company indeed plans to make every effort to interact with all types of customers.

I was particularly impressed to hear how AGCO is also adding extra horsepower to trade show staffing and programming. Global experts at every level will be flying in, starting with the company’s senior staff — from the CEO to the head of global engineering and head of North America marketing. Senior technical experts, including representation from global engineering and product development, also will be on hand to talk shop.

In addition to showcasing its machinery, AGCO will be geared up to cover issues facing the industry, including presentations on Tier IV Emissions Requirements. An AGCO lounge area will offer visitors a chance to engage thought leaders and have informal discussions. A company sponsored industry roundtable — a first-ever for AGCO — on biofuels will feature experts from the field to the pump.

“In essence, we’re bringing in experts and an experience so we can address what’s top of mind with customers at every level — from senior management to technical and from U.S. to global,” Phil said.

AGCO has added a lot of horsepower to its presence. It will be interesting next week to see how others have approached the show to reach new audiences.

Next week, follow me at the show on Twitter: @agribizpr


(Guest contributor Gardner Hatch is a managing supervisor with the agribusiness team at Gibbs & Soell Public Relations.)

All Revved Up for AG CONNECT Expo

Gardner Hatch
January 6th, 2010

Agri-marketers and manufacturers from around the world are making a beeline to Orlando next week for AG CONNECT Expo 2010, the first agricultural show produced by the Association of Equipment Manufacturers (AEM).

It’s a global ag show — the first of its kind — that is bringing thousands of growers and suppliers from around the world.

As a 20-plus-year agribusiness veteran, I’m pumped up about this show, which is seeking to break new ground as a networking and marketing opportunity for agribusiness. And one week in advance of the show, no one is revving it up more than agricultural equipment manufacturer AGCO Corporation

Phil Jones, brand marketing manager of AGCO, calls the show “something that’s extra special,” and the company is pulling out all the stops in its trade show marketing campaign.

“This show has an entirely different promise,” said Phil. “The show is much more targeted on the emerging, large professional grower audience. AG CONNECT is an incredible opportunity for us and the industry to showcase our latest and greatest technology.

Like most exhibitors at the show, AGCO is focusing on the larger growers who are planning to attend and are ready to engage in business and educational discussions. These are the customers who will want to see the new products and future technology, and that’s just what AGCO intends to deliver. In addition to its most current models, AGCO will also feature technology that won’t be commercialized for another year or two.

In the coming days, I’ll post more on AG CONNECT Expo and AGCO’s trade show activities. And you can get a preview here:

Next week, follow me at the show on Twitter: @agribizpr

(Guest contributor Gardner Hatch is a managing supervisor with the agribusiness team at Gibbs & Soell Public Relations.)

Any Bold Predictions for 2010 Game-Changers?

Brian Hall
December 16th, 2009

I wanted my last blog of 2009 to be unique and memorable, so here you go: It’s not about Tiger Woods! That alone should separate me from every other PR flak writing a blog this month…

What a year it’s been for the PR and communications profession. It’s hard to believe that one year ago I didn’t have a Facebook account and didn’t even know what Twitter was. Now I am Tweeting in real time as part of my daily routine. And I’ve reconnected with dozens of “friends” on Facebook I had forgotten I ever had. I didn’t have an iPhone until August — now I could not and would not ever live without it.

It got me thinking — what is out there right now that I don’t currently know much about or employ in my daily routine, but that will have a major impact on our professional and personal lives in 2010?

Is it an emerging social media site? Could it have something to do with geolocation? Or maybe it’s a new device that we won’t be able to live without. Someone at a communications industry networking event last week suggested it could be the increased use of social bookmarking. I could buy into that theory.

What do you think? Any and all bold predictions welcome!

Also, Happy Holidays to all of our readers and best wishes for a prosperous 2010.

Back to the Future — In Digital Era, News Release Still Rules

Brian Hall
November 2nd, 2009

I have spent a heck of a lot of time this year talking and writing about digital and social media. But a conversation I had recently with Rich Jefferson, Sr. Director of PR at the Association of Equipment Manufacturers, reminded me that even in this era of “new” media, the news release remains one of the most important tools in our arsenal.

Rich should know — his two-person PR team at AEM has distributed more than 100 news releases so far this year. So when the 20+ year PR veteran says things like “the news release is the most important, flexible, multi-faceted, communications tool we have going” or “the better the news release the better your business,” you know he really, really believes it.

And as AEM helps its members push for legislative support for funding to build the next generation of roads, bridges and rail through grassroots efforts like the Start Us Up USA! campaign, Rich says a news release-focused strategy has helped build a communications foundation that has put the association “on the map” during the past two years by creating a constant flow of news about the association in the media and online.

Key #1 is thinking beyond the journalist and segmenting your audience. “Not every news release is intended to generate coverage in the Washington Post,” he said. Some releases are meant to reach a smaller, more targeted list of trade media, for example.

Equally important in today’s online world, he said, the news release is a powerful tool for reaching your target audience directly. I couldn’t agree more — I frequently recommend SEO-friendly, multimedia news releases as a way to generate traditional and online coverage and reach audiences directly in a powerful way.

Having a library of news releases essentially creates your own searchable online database. And while Rich and I agree that the incorporation of key words can be a bit “clunky” from a journalistic standpoint, it is a great way to ensure people find your news via Google, Yahoo, Bing and other search engines — where most consumers and professional begin any search for information these days.

News Release Key #2 from Rich — be at the table where decisions are made and strategies are defined. PR people have to start “pounding their drums,” he said, letting executives know they should bring PR pros into strategic planning instead of just contacting the PR department or firm as an afterthought and having them draft a release. “Getting PR involved up front can not only streamline the process — it can lead to the creation of content that can generate profits.”

By the way, just because Rich advocates for frequent use of news releases does not mean he doesn’t believe in digital and social media as well. He is involved in many online communities and distributes news releases and other information via LinkedIn and other channels to ensure he is reaching his target audience as well as possible.

Rich’s News Release Key #3: As Gatorade says — “Be Like Mike.”

“What did Michael Jordan do to practice? He dribbled. He shot. He focused on footwork. The basics. That’s what a news release is. It is so basic, yet so important at the same time.”

Creating PR Magic with Trade Media 2.0

Brian Hall
June 25th, 2009

This week, I want to share an anecdote that really hits home with me as I think about the ever-changing world of media relations.

David Meerman Scott, author of The New Rules of Marketing & PR, told attendees at the recent BMA Annual Conference about how the PR team at the Universal Orlando Resort took a new approach for the announcement of the “Wizarding World of Harry Potter” attraction. Instead of distributing the news to hundreds of mainstream media outlets — as we all have a tendency to do with big news — they targeted only seven of the leading Harry Potter bloggers, providing them with the news during a special midnight webcast. And while he said the lead PR manager feared being fired if it didn’t work, the results were spectacular. Through the power of Web 2.0, the story went viral, generating impressions on 350 million Harry Potter fanatics within 24 hours. Impressive… even magical one might say!

The strategic approach they used can generate PR magic for Advanced Manufacturing & Energy communicators as well. We B2B types know full well that trade media remains a great way to reach our audience. We just need to be sure we think beyond the traditional print story. By tailoring our content and approach for their e-newsletters, blogs, online videos or podcast — or “Trade Media 2.0″ as I like to think of it — we too can capitalize on the power of digital media to spread our news to our B2B audiences.

Let’s share some additional examples — anyone have a Trade Media 2.0 success story they can share with our readers?

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Balancing Act: Communicating Green Without Going Too Far

Brian Hall
May 15th, 2009

Even as they continue to reduce their greenhouse gas emissions, use less fossil-fuel-generated power and develop more sustainable products, many Advanced Manufacturing & Energy companies are grappling with how to communicate their business’s environmental story.

Our instincts as marketers and PR professionals tell us to shed the best possible light on sustainability efforts. Yet with so many companies making positive environmental claims, consumers have become skeptical and the media is quick to call out companies for “greenwashing.”

For some legal perspective on how to push the envelope without going too far, we caught up recently with Clifford P. Case III, co-head of the environmental practice at G&S client Carter Ledyard & Milburn LLP. He offered the following tips:

 

  • Establish an environmental baseline: So supportable statements can be made about the company’s “greenness,” progress over time can be measured, and valid comparisons made with competitors. Complicating this part of the task is the large number of standards in the marketplace, many of which are in a constant state of evolution.
  • Select Your Story: Once a careful foundation of environmental facts has been established and screened against governmental and non-governmental standards, communicators can publicize the “green” facts that will help their company and its products succeed in the marketplace.
  • Continue to Evolve: Bear in mind that the process is not static but ever-changing. New and more demanding environmental standards are constantly being developed. What was environmentally impressive yesterday may not be so tomorrow, and “greenness” is always being redefined. If a business wants to continue to be recognized as environmentally progressive, its management’s commitment to green principles must also be ongoing.

Of course, the process of actually adopting environmental practices and measuring results is much too complex to detail in this blog. But by sharing these three simple principles, hopefully we can help B2B communicators sleep a little better, knowing their green communications are accurate, defensible and immune to greenwashing challenges.

From Candy to Chemicals: Online Dialogue Can Help All Companies Act on Valuable Customer Insight

Brian Hall
April 13th, 2009

A recent BusinessWeek article about chocolate of all things got me thinking this week about how B2B communicators can make better use of digital media and social networking. The article reported that Godiva Chocolatier is using its online social network to pump its most loyal customers for information that is helping it sell more high-end products, despite the recession.

 

By listening to what was being said in the online network, Godiva learned that its customers want baskets for under $25 and individual chocolates for “not much more than the price of a cappuccino.” Acting on this feedback, it created hot-selling products such as a $5.50 chocolate lollipop for Valentines’ day.

 

There’s a very important word in the paragraph above — listening. You see, Godiva understands that digital media and social networking is all about two-way communication. All too often, I’m afraid, companies look at digital and social media simply as a way to push information to their target audience. Or worse, they avoid these forums altogether because they fear losing control over the online conversation. Godiva is also nimble enough — and smart enough — to act on the feedback it receives with viable solutions for its customers.

 

OK, I know what you are thinking: My business is nothing like Godiva’s. While that’s probably very true, there are many ways you can reap similar benefits by using digital and social media to collect valuable intelligence for your business. Create a blog, participate in networking sites such as LinkedIn, get active on Twitter, post online “quickpolls” on your Web site and/or use interactive webinars — these are just a few examples of how you can do it. What’s most important is that you consider these tools in the context of the value they can bring to your customers and/or employees.

 

So, what I learned from my chocolate foray is that inspiration for better communicators can be found anywhere — even on a box of chocolates.  What do candy and chemicals have in common? A lot as it relates to the importance of meaningful customer dialogue. B2B communicators who actively engage their customers will be in for some “tasty” results. The keys are getting involved, tailoring the forum to your audience, encouraging open communication, actively listening to what is being said, and taking action on that insight.

 

Bon appetit!

 

Combat "Long-Speak." Survive Ambushes by Kindergarteners and Media Alike

Brian Hall
March 30th, 2009
The other day my son finally asked me that long-anticipated question. No, not the one most parents dread. It’s the one most B2B PR and marketing pros dread.

 

My 5-year-old asked, “What do you do at your work?”

 

After a brief pause, I replied, “I introduce business professionals by telling them about each other and their products.”  Satisfied, he trundled off to the next room to demolish some toys.

 

Whether it’s an ambush by a kindergartener or a briefing with a journalist, the prevailing strategy for communicators appears to be the same. I was reminded of this at the recent  PR News Media Relations ForumAn attendee from a science-based organization asked a Media Training panel a question about overcoming a challenge many of us in the Advanced Manufacturing & Energy segment deal with regularly: How do you turn scientists, engineers or academics into effective spokespeople? Or, as he put it: How do you combat “long-speak?”

 

The panelists offered three very practical tips:

  1. Practice, practice, practice. Do as much training and practice as it takes to get your spokespeople at ease. Practice presentations with them and provide constructive feedback. Do mock interviews to get them ready for interaction with the media. Make sure they are ready for the tough questions, and prepared to capitalize on that common final question they will get from many journalists — “anything else you’d like to say?”

  2. Keep it Simple Smart Guy. James Carville’s reminder to “Keep it Simple Stupid (KISS)” helped turn Bill Clinton into a more effective communicator. But the KISS concept originally stood for “Keep it Short and Simple” — a great guideline for scientists, engineers and academics. In most media interviews, they should be using messages that can be understood by an 8th grader. As PR professionals, most of us can use ourselves as a guide — if we don’t understand it, neither will most journalists or their audiences.

  3. Make it Relatable. Most importantly, help them create analogies most people can understand to put scientific processes or data into context. For example, media training guru Andrew Gilman shared how he helped a spokesperson use the analogy of “bubble gum blocking a car’s ignition switch” to describe insulin resistance. Good analogies to everyday concepts can be created for even the most scientific or technical content.  

Most of us have seen the good, the bad and the ugly when it comes to using these extremely smart people in our PR efforts. By providing the right guidance we can help them unleash their brilliance in a manner that delivers true value to our businesses. We might even be able to help them prepare for career day at school.